“Whatever price you share will seem expensive or inexpensive, because the buyer has no benchmark or relative comparison. That’s why sharing price early in the sales conversation is a surefire way to disqualify yourself and lose a sale before you get started. In large enterprise sales, it’s even worse. Whatever price you share will likely […]
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“All that needs to happen is a quick conversation with my manager,” or “Send over a proposal so I can get it approved.” And yet you can be miles and miles away from a sale. These situations will suck the life out of you and your company. That’s why I think about these people as […]
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“Well, look, how do you price your product, or what are some of the factors that go into pricing?” That’s where you might respond with this kind of answer. There are a few factors that affect price. The first is the amount of configuration and implementation support you need; the second is the number of […]
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In this episode of the Startup Selling Podcast, I interviewed Brett Gilliland, Co-Founder & CEO at Elite Entrepreneurs. As the original leader of Infusionsoft’s “Built to Last” efforts, Brett spent 10 years helping Infusionsoft grow from less than $10M to over $100M in revenue. Brett’s roles at Infusionsoft included: Built to Last Champion, Strategic […]
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As you are working with each buyer and stakeholder at your target customer, map them to the buyer-problem qualification diagram to determine involvement to solving the problem, and how severe they view the problem to be at their company. 5 P’s to problem identification 1. Person: Begin by identifying the buyer you’re working with—what is their […]
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